Sales and Operations Planning Strategies
Added on 2020-02-05
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SALES PLANNING AND OPERATION
TABLE OF CONTENTSTASK 2............................................................................................................................................1a) INTRODUCTION.......................................................................................................................1b) Sales strategies in line with corporate objectives....................................................................1c) Importance of recruitment and selection procedures...............................................................2d) The role of motivation, remuneration and training in sales management...............................4e. Organizing of sales activity and control by sales management...............................................5f. Database management in effective sales management.............................................................5g. Developing a sales plan...........................................................................................................7h. Opportunities for British Gas in a new international market...................................................8i. Opportunities for British Gas from exhibitions/trade fairs.....................................................10j. CONCLUSION..........................................................................................................................11REFERENCES..............................................................................................................................12
TASK 2a) INTRODUCTIONA sale planning is the foremost step of initiating a business. Without making an effectiveplan, it is impossible to make future growth and beat the competencies. It provides the companyto work in a proper direction, which together reduces the formation of risk into the business. Italso promotes innovative ideas which too reduce the overlapped and imprudent work (BurrowsIII, 2012). British gas is a part of Centrica group which is among-st the largest supplier of gasand electricity in UK. Presently it is serving around twelve million homes, leading the energysupplier market of UK. Thus, it has been considered as the biggest energy and home serviceprovider in UK.The present essay is in context to the sales strategy of British Gas industry. The successof a company lies on its earning profits. For which, the company is liable to build certain plansand objectives to work upon. Also, to continue onto the path of success in today's competitiveworld, it is important to strategically deal with the areas of sales and marketing. Strategicplanning not only defines the way of being profitable, but also works as on how to accomplishthe goals by timely meeting the objectives of the company. Therefore, the stated company toofocuses on it and believes to play strategically. In order to which, the company has developedsome set of goals and in order to accomplish those, it is successfully working on managing andcontrolling its sales procedures (Ivert and Jonsson, 2010). It includes organizing various salesactivities by making an evaluation of its sales processes to effectively match the present andfuture needs and demands of the consumers. One more important aspect is to build an effectivesales and marketing team to meet the stated targets. It requires a proper recruitment and selectionof skilled candidates.b) Sales strategies in line with corporate objectivesIn an organization, it is important to meet out the corporate strategies of the business.Corporate strategy refers to the goals and objectives of a company. It defines the purpose of thebusiness and the way or direction in which the company wants to grow. It states the company'sgrowth by holding on more customers, increasing its market shares and revenues, reducing costs,etc. However, the sales strategy shows the path to reach and meet out the corporate strategies of1
the business. It determines the procedure to achieve those set objectives. Therefore, thealignment of these strategies is of topmost importance, which can be done by heading the salesforce and corporate priorities into the same direction(Rudberg and Cederborg, 2011). A fruitfulcorporate strategy is the one which itself defines the sales force as its own function. It also helpsin reducing the conflicts among funds, procedures, preferences and especially clients, whosuffers the most on attaining a mismatched plan. In the current scenario, I am ought to meet MrJohn for offering the service of central heating and representing myself as the heating salesadviser of British Gas. My primary objective is to make an effective presentation of our productwith its numerous and profound benefits, together depicting our valuable services to him. Itconcludes that how British Gas always believe in being quiet indifferent from others and thustreats its customers with justice. The achievement of my primary objective will be shown, only ifI successfully manage to convince him and as a result, he agrees to acquire our services. In case,if he doesn't appreciate it, then I will be following the secondary objectives. It concludes offeringa discount in the price of the product with guaranteed quality and superior services to the client.It is among the corporate objectives of the stated company, where they strictly aim at buildingrelationship with the customers and always keep in touch with them to provide a lifetime service(Usui, 2011). They too provide simple payment options, ensuring an accurate bill to thecustomers.c) Importance of recruitment and selection proceduresRecruitment and selection is the primary focus of the business, where placing the rightcandidate at the right place is of utmost priority. A firm can have all kind of modern automationto effectively accomplish its work, however not carrying suitable amount of skilled people willbe the biggest disadvantage that will lead to make struggles in achieving the desired result(Johnston and Marshall, 2013). Therefore, employees are considered as livelong assets of thebusiness and the whole organizational success depends upon making an appropriate choice ofpeople. To achieve a remarkable victory in this process, British Gas always believes inimplementing a strategical approach for recruiting and selecting people into the organization. Itsworkforce planning emphasis on making use of varied action plans. It mainly needs to recruitpeople with an education in engineering. It also prefers to choose people from variousbackgrounds and cultures to serve people in all areas of the country with different languagepreferences. They also induct more women engineers to easily attract the female customers.2
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